From Transaction to Trust: Building Lifelong Relationships
STANDING OUT from the Crowd
No Housing Shortage: Let’s Get Creative!
REFERRAL PARTNER Ways to Retain Top Agents at Your Firm
The Building Blocks of a Solid Listing Strategy Two Areas to Stay Top of Mind In Any Market
DUSK TO DAWN Routines that Maximize Peak Performance
It's a pleasure to celebrate our 31st season with you.
Over the past three decades we have continued to evolve and adapt to meet the dynamic needs of the real estate industry.
This season is no different, as we are proud to announce the expansion of our 'Broker Agent of the Month' honors. Now encompassing not only outstanding individual performance but also teams, brokerages, lenders, coaches, and affiliates.
Furthermore, I am delighted to introduce our latest initiative, the "Top 100 Referral Partner" program, which is in response to the growing demand for more reliable professionals to help serve relocating clients through our national referral directory.
What sets our referral directory apart is that payment isn’t required, but rather passing through our vetting process and national certificate program to help ensure only the most reputable and trustworthy professionals are listed.
It’s heartening to note that since our new web site launch this past fall, thousands of referral partner searches have taken place. An undeniable testament to the value this platform provides when integrated with our active audience of 250k real estate professionals throughout the country.
At the core of our mission remains a dedication to fostering collaboration and elevating standards within the real estate industry. We firmly believe that by recognizing excellence and facilitating meaningful connections, we empower professionals to achieve their fullest potential.
As we reflect on our journey thus far, I am filled with gratitude for your unwavering support and enthusiasm. Together, we have built a vibrant audience and community that continues to inspire and innovate.
Thank you for being part of our journey, and here's to another season of growth, achievement, and endless possibilities.
Warm Regards,
Chad Golladay Editor-in-Chief
Chad Golladay Editor-in-Chief
Tracy Golladay President and Director of Recognition and Referral
Lizel Lim Administrative Assistant
Zuzana Juranova Creative and Brand Strategy
Corey Brausch Hurly Media and Marketing Strategy
Joseph Spicer Strategic Technology
Mark Nichols Database and Website Development
Friends and Sponsors
The Faces Of, eRealEstateCoach.com,
Monica K. Coaching, Real Estate Rockstars, Realtor.com, REDX, Medleythink, PLACE, Kathleen Black, Fidelity National Title Agency, EXIT Realty, Brivity.
Special thanks to Veugeler Creative for their generous time and dedication toward making this issue possible.
By Jim Remley
Recruiting and retaining top agents is paramount for the success and growth of your real estate firm, albeit a challenging task in a competitive industry.
Understanding what agents seek in a brokerage, being proactive in hiring, leveraging technology, creating a positive work environment, and offering attractive perks and benefits can help build a robust team that contributes to the long-term success of your firm.
1 .
Create a work environment that fosters collaboration, teamwork, and mutual support. Encourage open communication, recognize achievements, and provide regular feedback to agents. Foster a sense of belonging and community within your brokerage, making agents feel valued and appreciated.
3 .
2 . Implement PerformanceBased Incentives
Invest in the professional development of your real estate agents. Offer continuous training programs, workshops, and coaching sessions to help enhance their skills, keep them updated on industry trends, and advance their careers. Providing ongoing learning opportunities demonstrates your commitment to their success and encourages long-term loyalty.
Motivate and reward agents for their achievements through performance-based incentives. Offer commission bonuses, sales competitions, and recognition programs to incentivize top performance. Recognize and celebrate milestones, such as reaching sales targets or completing successful transactions, to reinforce a culture of success and motivation.
Establish a defined company culture that aligns with your brokerage's values and goals. Foster a positive and inclusive culture that promotes teamwork, collaboration, and personal growth. Organize professional and social events, team-building activities, and networking opportunities to strengthen relationships among agents and create a sense of community within your firm.
Strong leadership and mentoring are crucial for agent retention. Ensure that your brokerage has experienced and supportive leaders who can guide and mentor agents. Implement mentorship programs that pair experienced agents with newer ones, creating opportunities for knowledge transfer and personal growth.
Remember to invest in training and development, provide a positive work environment, offer competitive compensation and benefits, and foster a culture of collaboration and success. With these strategies in place, you can attract and retain the best talent in the industry and position your firm for continued growth and success.
Jim Remley is a Real Trends Top 500 Broker and founder of eRealEstateCoach.com. At eRealEstateCoach.com, we've built a coaching program that offers cutting-edge strategies for recruiting and retaining top talent, building an amazing company culture, and helping your agents reach their full potential. If you would like to explore how we can help your company grow, let’s hop on a 30-minute complimentary coaching call at https://eRealEstateCoach.com/brag Mention ‘Broker Agent Advisor’ for special incentives.
When it comes to building a successful real estate business, we all know leads are the heart of what agents do. After all, without them, our real estate businesses aren’t likely to grow. But all too often, I see agents fasten on the wrong leads. Companies aren’t built to last by churning through new contacts. It’s in the existing relationships at the heart of your business where an agent’s true potential lies. But loyalty among these potential repeat clients is earned, not assumed. To zero in on building your business for the longterm, it’s essential to foster these relationships and improve the entire consumer experience for those clients already in your sphere.
Across industries, people tend to focus their attention on nonexistent problems. In real estate, the need for leads gets the lion’s share of attention. But I don’t actually think of this scenario as a problem in need of solving. Most agents already have the leads they need to succeed in their sphere; they just don’t know how to use them effectively. The problem isn’t a lack of leads, it’s agents who don’t devote the time and energy necessary to develop the relationships with clients they already have. And this creates a loyalty gap.
When asked, most buyers and sellers are satisfied with their agent’s performance. In fact, according to The National Association of Realtors® most recent Profile of Buyers and Sellers, 90% of home buyers would use their agent again. But when it comes down to it, the average Realtor® gets only 16% of their business from repeat clients and customers. I call this the loyalty gap. And it represents a huge opportunity for agents.
I believe this is due, in part, to agents focusing too much of their attention on attracting new clients rather than maintaining their existing ones. When push comes to shove, agents would be far more successful if they focused on enhancing the customer experience for their existing clientele and on deepening those relationships instead of focusing on the next new lead or shiny new lead-capturing tool.
I encourage you to ask yourself how many deals you got from your personal network — whether directly or by referral. These relationships are where the best long-term business-building opportunities lie. And when you really work to enhance these relationships and meet the needs of those clients, you will close the loyalty gap.
Source: NAR Profile of Buyers and Sellers Miller, Donald. Building a StoryBrand. Harper Collins Leadership. 2017. https://www.inman.com/2021/01/27/the-real-estate-industry-needs-to-mind-the-loyalty-gap-bhhs-ceo/
I see it over and over; you’ve served your clients well. They were happy at the end of the transaction. But next time they need an agent, they don’t return to you.
Awareness isn’t the problem. They know you exist — they’ve used you before. Affinity isn’t the problem, after all, your client liked you. Representation doesn’t come into play either, as most people on both sides of the transaction use an agent these days.
When it comes down to it, you’re likely overlooking the details required to instill true loyalty. Clients are touched by the things they find valuable. All too often, I see agents who either don’t bother to stay in contact with their past clients or don’t provide quality touches. Your clients are looking for more value than the latest housing inventory. They’re looking for advice, insight, and counsel. When a client can go online and promptly get their questions answered by the internet, they are looking for more from you. When you provide the deeper knowledge that can only come from your experience and personal connections, you instill loyalty.
To become a truly vital asset to your customers, you need to provide them with value they can’t get anywhere else.
Think about your sphere. Everyone in it leads lives busy with work, families, obligations, and social activities. They don’t need us to toot our own horn and talk all about our successes. They aren’t interested in self-promotion; they want us to guide them.
To do so, we need to figure out their ongoing household conversations over real estate. As agents, we may not always know what our clients don’t know. It pays to find out, and share your expertise. For instance, maybe your satisfied clients are currently trying to save money, or extend the life of their home with maintenance. Maybe they are focused on expanding their equity by making smart decisions around refinancing or remodeling. When we determine what they need to know and provide this information to them, we become a valuable guide. It naturally provides a longer-term connection.
A book I often suggest agents read, “Building a StoryBrand,” by Donald Miller, highlights the importance of putting the customer’s needs above our own. This goal is especially true in real estate, where we can not just encourage our buyers and sellers, but equip them with the information, insight, and expertise that will help them to come out on top. When we take the time to show our customers we understand their frustrations, they’re far more likely to trust us to solve them.
Continued on page 16
By Tami Bonnell
In my extensive experience, I've discovered that consistency in two crucial areas can lead to excellence in any real estate market. These two pillars are mindset and relationships.
Mindset Matters: Firstly, mindset holds four times the importance of the activities you engage in. According to Shawn Achor, a Harvard professor teaching a happiness course, 70 to 75% of success is attributed to mindset even before skillset.
It's imperative to be clear about what you want, why you want it, and how passionately you pursue it. Identifying who benefits from your success, whether it's family, friends, the community, or a specific charity, transforms the game. Visualization of success ignites a passion that fuels your perseverance.
Investing in your strengths propels improvement. Concentrate on areas where you're a seven or eight, aiming to reach a nine or ten. Develop a monthly action plan to maximize opportunities, focusing on progress
and strategic planning. Dedicate four hours monthly to work on your business, plan in advance, and include your personal life with deliberate intent. Regular reflection and improvement lead to better control and fulfillment in all areas of life.
Relationships Reign: Harvard Business Review's study confirms that quality relationships are the top measure of happiness. Assess your personal relationships on a scale of one to ten, considering family, friends, clients, and real estate professionals individually.
To enhance relationships, go beyond numeric ratings. Google and connect on social media, creating a list to understand their priorities. Inquire about dreams and goals, as communication is only effective when it's personal. Add value in every interaction, and consider connecting people who can mutually benefit. Regular meetings with leaders contribute to personal and professional growth.
• Value equates to income, emphasizing the importance of providing value in all interactions.
• Play to your strengths instead of trying to improve weak areas.
• Prioritize action plans over rigid blueprints for flexibility and adaptability.
• Regularly improve relationships through genuine interest and connection.
• Regularly check in with your mindset to ensure a positive and focused approach.
• Keep goals visible through tools like screen savers or vision boards.
• Dedicate two minutes daily to visualize desired outcomes and set a positive tone.
• During challenging times, visualize achieving goals to maintain motivation and overcome obstacles.
• Consider who benefits if you succeed in achieving your goals.
• Reflect on how achieving your goals on December 31, 2024, would make you feel.
• Value = Income
• Play to your strengths
• Action plan over blueprint
• Constantly improve relationships
• Check in with your mindset
• On December 31, 2024, when you achieve all your goals, how do you feel? Who benefits if you succeed?
Tami Bonnell, Co-Chair of EXIT Realty Corp International, is a globally recognized leader and speaker in the real estate industry. Instrumental in building three major brands, she received numerous accolades, including being named among the top 200 most Powerful and Influential People in residential real estate by Stephan Swanepoel.
By Aaron Amuchastegui
We've been hearing a lot about a housing shortage lately, but let's take a closer look. It turns out the problem might not be what it seems. Instead of wringing our hands about a lack of homes, maybe it's time to get a bit more inventive.
Foreclosure notices are popping up more often, sending alarm bells ringing. But guess what? Many of these homes up for grabs actually have plenty of equity and time left to sell before the actual foreclosure. That's a golden opportunity for buyers and sellers alike. Buyers can snag a deal, and sellers can avoid foreclosure by potentially selling for a sweet price. It's a win-win waiting to happen.
And about that supposed shortage? We've got a whopping 16 million vacant homes just sitting around in the U.S. Yet, somehow, we're still talking about a shortage of 3.2 million homes. Something doesn't add up, does it? It's not that we're short on houses; it's that a lot of them need a bit of TLC. Think of all those fixer-uppers just waiting for someone to come along and spruce them up.
Enter the investors. These folks have all the tools and tricks up their sleeves to tackle this challenge. Whether it's flipping houses or giving old properties a new lease on life, investors are the unsung heroes of the real estate world. And with technology on their side, they can spot a diamond in the rough from miles away.
So, instead of fretting about a shortage, let's roll up our sleeves and get to work. By thinking outside the box and putting our creativity to the test, we can turn this supposed crisis into an opportunity. It's time to reimagine the housing market and make it work for everyone involved.
In the end, it's not about scarcity—it's about seizing the abundance of possibilities right in front of us. So let's get out there, get creative, and make some magic happen in the world of real estate.
"But Hey, I'm just a real estate agent, not an investor?"— Now is the best time to become a hybrid agent, either by developing a skillset as an investor too, or by finding investor clients you can represent. Prophawk.Com is the latest toolset to help agents reach the vacant older homes or those homes scheduled for foreclosure. By quickly communicating with these homeowners, a hybrid agent can offer them two options. A good agent doesn't care which option they choose, as long as they choose one. We are finding that a strategy of making an offer at a discount, while also being willing and able to help the owner sell for top dollar on MLS, turns nearly every lead into a cash-generating transaction.
By REDX
In today’s real estate market, identifying and marketing to the right audience is critical to your success. Without a clear understanding of who your potential clients are and how to interact with them, you risk wasting valuable resources targeting people who are unlikely to transact with you.
This article explores how to identify your optimal audience, along with tactics that will help strengthen your listing strategy through social media.
As a real estate agent, it may be tempting to market your services to anyone and everyone in your community. But in reality, targeting “everyone” can waste time, money, and other important resources.
So unless you have unlimited funds to post your face on every billboard, bench, and television in your market – you need to narrow your audience to the people who are most likely to transact with you in the next 12 months.
While there are over 140 million households in the United States, we know that roughly 4% sell each year. So if you
want to spend less time and money finding listings, you should focus your efforts on the bottom 4% of the funnel known as “transaction-ready” homeowners.
Transaction-ready homeowners are people who are actively looking to buy or sell their homes. These are people in your market who are raising their hand screaming, “I want to sell my home right now!”
Awareness
Consideration
Conversion
$ 4% of transaction-ready homeowners
The most common transaction-ready homeowners are expired and for-sale-by-owner listings. Since expireds have already tried (and failed) to sell their home, and FSBOs think they can manage the process on their own, both of these types of homeowners are primed and ready to do business with a qualified agent.
While not every Expired or FSBO will choose you as their agent, prioritizing them as part of your audience will ensure you’re engaging with people who want to transact immediately.
Kristin Garnett always had an eye on real estate, a field well-known to her through her brother and sister’s combined 35 years of experience. However, her journey to becoming a Principal Broker was not straightforward.
Before having children, Kristin and her husband were both full-time professionals. Her husband’s job required frequent travel, while Kristin worked locally as an HR Specialist and Corporate Recruiter. When they had children, they decided Kristin would step away from the corporate world temporarily. She volunteered at her kids’ schools and eventually became a secretarial substitute, allowing her to be home when her children were.
Even after her children, Will and Tristan, graduated, Kristin continued to substitute at local schools. This kept her connected to the community and provided insight into the local school system, which became a powerful asset in her future real estate career.
“I have no regrets about being home with my boys,” Kristin reflects. “We are super close, and I wouldn’t want to change that for anything. But by staying home, I did give up the opportunity to put money away for retirement. So, when Tristan was in his senior year of high school, I decided that I needed to find something I would love to do.”
Real estate seemed like the perfect fit. Kristin’s nurturing nature and love for helping people made her believe she could make a difference in the industry. Inspired by her siblings’ success, she decided to take the plunge.
Kristin applied for a job with a real estate and property management company as an administrative assistant, leveraging her 20 years of experience in Office Administration, Corporate Recruiting, and General Human Resources. She was hired and initially worked on the property management side. Recognizing her eagerness to learn, the company owner offered to pay for her real estate schooling.
After eight months, Kristin moved to a real estate firm closer to home while finishing her studies. She worked as their front office person and quickly realized the learning opportunity she had been given. Processing commission checks and handling contracts taught her the ins and outs of real estate transactions.
“It was learning through osmosis,” Kristin recalls. “I became very good at filling out the necessary paperwork for my real estate transactions once I got licensed, in addition to getting a really good understanding of the industry.”
Soon after, Kristin earned her license as an Oregon Realtor, and her real estate career took off. Today, Kristin is a Principal Broker with eXp Realty in Oregon and a Managing Broker in Washington State. She is focused on building a team of outstanding agents and serves a diverse range of clients, from first-time homebuyers to luxury property investors.
A moment with Kristin and what's most precious to her: family. Pictured with her husband and two sons, Tristan and William.
Kristin’s passion for real estate is evident in her numerous designations, including Seller Representative Specialist (SRS), Luxury Home Specialist (LHC), Accredited Buyer Representative (ABR), and Real Estate Negotiations Expert (RENE). As an eXp Certified Mentor, she guides new licensees through their initial transactions, sharing her wealth of knowledge and experience.
“For me, the most rewarding part of my career is seeing a client’s face light up when I hand them the keys to their new home or helping a couple downsize and find their perfect new place,” says Kristin. “Every transaction is different, and there’s always something new to learn. This career never gets boring.”
Being a great Broker isn't enough anymore. You have to master four skills to take your organization to the next level - recruiting, retention, culture building, and productivity coaching.
The Path Performance Coaching Platform is a proven system that can propel your Brokerage to new heights. This exclusive program is packed with cutting-edge strategies for recruiting and retaining top talent, building an amazing company culture, helping your agents grow productivity, and most importantly allowing your company to grow to its full potential. Special incentives available for readers of Broker★Agent Advisor.
Another successful closing with her supporting team at WFG National Title Insurance Company - Liza Wheeler and Katie Reiners-Reza.
Behind Kristin’s success is a robust support system. Her family has been her biggest cheerleader since day one. Additionally, the team at eXp Realty and her network of preferred lenders and title company partners provide the professional backing she needs to excel.
“My family has been there for me since my real estate journey began. At eXp, we have a wonderful support system. Our local agents collaborate, brainstorm, and exchange ideas regularly. I also work closely with several preferred lenders and my title company team to ensure smooth transactions for my clients.”
Kristin’s journey from an HR Specialist to a prominent figure in real estate is a testament to her dedication, hard work, and unwavering commitment to helping others. Her advice to those aspiring to succeed in real estate is straightforward and heartfelt.
“Real estate is not a get-rich-quick career. It takes a lot of hard work and patience. Stay steady on your path, put in the work, and you can have a successful career. Always do your job well, communicate effectively, and keep your integrity intact. The business and referrals will follow.”
Kristin Garnett’s story is one of perseverance, passion, and the power of a nurturing spirit in making dreams come true for her clients. Her journey continues to inspire those around her, proving that with dedication and love for what you do, success is just around the corner.
When you solve problems for your customers, you add value to the relationship. When you take the time to determine the best ways to address their issues — through your personal interactions, along with the products and services you offer — you’ve turned yourself into an invaluable asset your customer will return to again and again. This designation is what keeps you ahead of the competition.
The key is then to stay top-of-mind within your sphere via sharing generously the nuggets of value and wisdom they seek.
When we take time to understand what our customers want to know and accomplish, we have found a common language we can use to effectively both interact efficiently and customize our messaging and communication to their needs. Closing this loyalty gap can double — possibly triple — your business.
As an agent looking to build on your existing relationships, one of the most important things you can do is understand your value. Failing to appreciate what a customer’s seeking leaves you vulnerable to another agent earning that client’s business down the road. But when you’ve consistently helped solve the problems of existing clients, you’ve already met them where they are. The next time they need help in that arena, they are infinitely more likely to turn to you, an established and trusted resource, for help.
Because in a crowded marketplace, standing out isn’t just an advantage, it’s the key to success.
Chris Stuart is the President of PLACE, a proprietary end-to-end technology platform which delivers a complete suite of business services exclusively to top agents, teams, and brokerages across the US and Canada. PLACE currently operates in over 70 locations across North America. For more information, visit www.place.com
At Medleythink Creative, we‘ll help you build a memorable brand your clients love and competitors admire.
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By Brad Abernathy
In the bustling marketplace of small businesses, standing out is a constant challenge. It's a fight for attention amidst a sea of competitors. But how do you break through the noise and become the go-to choice for your community?
The answer lies in a powerful two-pronged approach: visibility and relevance.
Few entrepreneurs grasp the importance of being visible. Consider this scenario: if someone on the street were asked to name three real estate professionals, would your name come to mind?
My father, a wise man, often used this question to emphasize the necessity of being top-of-mind in our community.
Visibility serves as the bedrock for trust and recognition. While having an online presence is crucial, it's not sufficient. You need a comprehensive strategy. How does your approach differ from your competitors'?
Utilize a website that you control, engage with your target audience on social media, participate in relevant local events, and undertake creative projects to enhance brand awareness.
My personal experience underscores the efficacy of a strategic visibility approach. Despite maintaining a robust online presence for my real estate business, within just six months of launching new community based project we realized such a staggering increase in new business attraction that I haven’t had to spend a dime on any other marketing since.
Visibility is merely the initial step. Consumers don't just transact with a recognizable name – they prefer those they know, like, and trust. This is where relevance comes in.
Your business must stand out for the right reasons. By consistently delivering valuable content and actively engaging with your community, you can establish yourself as a unique and trusted resource. My community project not only showcased our knowledge and expertise but also provided tangible value to individuals and the community at large. It cultivated authenticity and set us apart.
Here are actionable insights you can implement:
Maintain a robust online presence, utilize social media, and participate in community events.
Tailor tactics to your target audience and budget.
Provide valuable content, add value to your community, cultivate relationships, and become a trusted resource in your industry.
By leveraging the power of visibility and relevance, you can carve out a niche for your small business and pave the way for long-term success.
Remember, customers seek a reason to choose you. Offer them that reason by being both visible and demonstrably relevant.
Brad Abernathy, principal at Abernathy Cochran Group and Founder of 'The Faces Of'. Brad reigns as the sales leader in Hall County, Georgia, attributing his success to a groundbreaking program that's helped numerous others become the go-to real estate professional in their market. Discover more at TheFacesOf.com Special incentives are available to readers of Broker Agent Advisor.
In today’s increasingly fast-paced world, balancing career, family and lifestyle has become a delicate science, but EXIT Realty provides agents with a revolutionary business formula that goes beyond real estate.
Imagine:
• The ability to live more and work less
• Saving for education, family vacations or urgent health coverage
• Building a completely portable retirement plan
• The opportunity to enhance your savings while retired
• Creating a financial legacy to leave for your family
• A built-in transaction donation to help our agents support local, registered charities
• Eco-business solutions
• 24/7 access to tips for focusing on good health
When communicating with sellers, you don't need to point out that they are distressed. It goes a lot like this:
Agent: "Hi, Is this John? Do you still own the house on Main Street?"
Owner: "Yes, Who's this?"
Agent: "Hi there, sorry to bother you, my name is Jill. I have a client hoping to buy a home in your neighborhood for around $250K, do you know anyone thinking of selling?"
Owner: "Well, I would consider selling, but my home is worth $300K."
Agent: "OK, I bet you could sell for that on MLS, have you considered hiring an agent?"
Owner: "What is MLS?"
Believe it or not, we see these conversations every day. A seller has equity, needs to sell fast, but doesn't know the first thing they need to do is hire an agent. And our hybrid agent steps in and saves the day.
While the number of transactions in every market has decreased significantly, now is the ideal time to sharpen your tools and step into these new unique, once-in-alifetime opportunities.
Aaron Amuchestegui is a real estate entrepreneur who hosts the Real Estate Rockstars Podcast realestaterockstarsnetwork.com and compiles foreclosure data while teaching others to become investors with Roddy's Prophawk and Foreclosure Listing Service Prophawk.com and flsonline. com. Aaron has bought and sold more than 1,000 investment homes and manages hundreds of others through Homerock (homerock.com). Aaron is also a co-author of ‘The Five Hour School Week’, an inspirational homeschool guide created when his family pulled their 4 kids out of school to travel the world, and bestselling author of ‘Bidding to Buy’.
By Monica Edwards
Real estate professionals lead dynamic and demanding lives, constantly juggling numerous responsibilities throughout the day. It often feels like a game of badminton, with calls, emails, texts, and distractions demanding attention. This is why establishing daily routines is crucial, as they set the tone for the day and contribute significantly to focus, productivity, and overall well-being.
• Gratitude Practice: Express gratitude for both big and small things in life.
A solid morning routine lays the foundation for a successful day. Starting the day with activities like scrolling through social media, watching the news, or checking emails wires our brains for stress, doubt, and anxiety. For real estate professionals, the morning routine is essential for:
• Mental Preparation: Intentionality and clarity allow agents to focus on goals and priorities.
• Boosting Productivity: Engaging in activities like exercise and meditation enhances energy levels.
• Setting the Tone: A positive morning routine cultivates a proactive mindset, enabling resilience and optimism.
• Prayer and Meditation: Promote connection, clarity, guidance, and healing.
• Visualization: Spend a few minutes visualizing goals and aspirations.
• Mindful Breathing: Practice deep breathing exercises to calm the mind.
• Affirmations: Rewire the Reticular Activating System for focus on goals.
• Journaling: Write down thoughts, feelings, and intentions for the day.
• Exercise: Engage in physical activity to energize body and mind.
• Healthy Breakfast: Nourish the body with a nutritious breakfast.
• Review Goals: Take a moment to review short-term and long-term goals.
• Set Intentions: Determine what to accomplish for the day and set clear intentions.
As Benjamin Franklin wisely said, failing to plan is planning to fail. Commit to these tasks for a successful tomorrow:
• Check and clear all voicemails; clean up the desk.
• Acknowledge accomplishments and areas for improvement.
• Plan tomorrow's lead generation with a printed call list and purpose.
• Ensure no calendar overlaps and update all trackers.
• Enter new contacts from the last 24 hours into the database.
Equally important is winding down the day effectively. A solid evening routine reduces stress, promotes better sleep, and contributes to overall well-being. Choose from the following 3x5 program:
One hour before you want to be asleep:
• Dim lights, turn off all electronics, and place blue lights in a drawer or upside down.
• Consume calming tea, herbal sleep supplements, or take a hot or cold shower.
• Practice end-of-day affirmations, read or journal, express gratitude, and take note of successes.
• Turn your phone upside down to avoid blue light and listen to deep sleep meditations or affirmations.
The consistent practice of intentional morning, end-of-day, and evening routines is a strategic investment in an agent's success and overall quality of life. By starting and ending each day on purpose, real estate professionals can optimize their performance, maintain balance, and navigate the demands of life and business with clarity and purpose.
Monica Edwards, founder and CEO of Monica K. Coaching, is a high-performance transformational coach who brings over 20 years of cross-industry experience to help guide real estate professionals toward their dreams through self-development, actualization, and business strategy. Discover more about Monica and special incentives available through ‘Broker Agent Advisor’ at https://monicakcoaching.com
Now that you’ve identified your foundational audience, it’s time to get their attention. You can accomplish this by tailoring your marketing efforts (or “pillars”) to the specific needs and preferences of those most likely to sell in the next 12 months.
Your marketing pillars should include paid advertising, organic social media, cold
calling, and working your sphere of influence.
Tending to each of these marketing pillars will help solidify your listing strategy and lead to more connections, listings, and commissions. If done effectively, each pillar will strengthen the others, creating a positive feedback loop of lasting success.
Let’s dive into each pillar to see how it’s done…
There are billions of people on social media… including your future listings. So the more you post on platforms like Facebook, Instagram, and TikTok, the more people will recognize you when you interact with them in person.
Keep in mind that social platforms prioritize content creators who share authentic, engaging content. If you only post about real estate, you’ll lose followers and get buried by platform algorithms. So make sure you find a good balance between personal and real estate content – about 80% fun/personal content and 20% real estate content.
Social platforms like Facebook and Instagram allow you to target your exact audience by running unique ads to specific people in your database. This means you can put relevant messages right in front of homeowners who are most likely to sell in the next 12 months.
Don’t forget to include your own sphere of influence and past customers. Too many agents work hard for a single transaction, but forget about their past clients as they look for their next deal. Staying top-ofmind with your past clients and your personal sphere of influence will yield the highest results over time through repeat and referral business.
When it comes to lead generation, cold calling is one of the most effective ways to connect with qualified homeowners. The only problem is, cold calling can be tedious and discouraging, especially for newer prospecting agents.
So try this instead:
Pair your cold calling strategy with organic social content and paid advertising to warm up your prospects before you call. This way, when you do call, homeowners will know your name, face, and what you do from social media. It’s a great way to break the ice before you jump on the phones.
PAID AD STRATEGY
ORGANIC AUDIENCE BUILDING PROSPECTING ON THE PHONE
Are you ready to elevate your listing strategy and talk to more transaction-ready homeowners? Implementing the tactics in this blog will help strengthen your foundation and allow you to effectively market to your ideal audience.
With the right set of tools and leads, you can easily find and target your ideal audience on social media, have more meaningful conversations, and ultimately close more deals.
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